Sales Execution with Mind Maps

In this practical session, Colin Murphy shares how he integrates the "Four Disciplines of Execution" framework into his enterprise sales role using mind mapping software. He outlines how mind maps, task boards, and CRM tools combine to keep him focused, accountable, and strategic in his sales activities. This session is a real-world walkthrough of disciplined sales execution powered by visual thinking. Timestamped Themes & Topics [00:00:00] – Event Introduction Host Graham introduces the Biggerplate Connect event focused on sales and marketing applications of mind mapping. [00:02:21] – Session Overview Colin outlines the session's focus on applying the book The Four Disciplines of Execution to sales and how mind mapping supports this. [00:04:04] – Colin’s Background Introduction to ServerWorldwide and Colin’s enterprise sales role, including challenges post-COVID. [00:06:06] – Book Framework Overview Introduction to the "Four Disciplines of Execution" by McChesney et al., and its renewed relevance in Colin’s work. The Four Disciplines: [00:07:34] – Discipline 1: Focus on the Wildly Important Goal (WIG) Embrace the “whirlwind” of daily sales activity but carve out time for one high-impact goal. [00:10:48] – WIG in Practice Example WIGs: cleaning up CRM and creating strategic account plans. [00:12:25] – Discipline 2: Act on Lead Measures Focus on controllable, predictive inputs like outreach and education—not just lagging results. [00:14:44] – Discipline 3: Keep a Compelling Scoreboard Use dashboards and metrics to visually track progress and boost team accountability. [00:15:48] – Discipline 4: Create a Cadence of Accountability Weekly reviews and planning using maps and dashboards to set and track next actions. Application with Mind Mapping Tools [00:17:13] – Mind Mapping in Action: The WIG Colin shows how he structured a WIG around CRM cleanup, pipeline review, and strategic focus. [00:20:12] – Daily & Weekly Execution Maps Demonstration of a live mind map managing day-to-day activities (the whirlwind) vs. strategic actions. [00:24:38] – Task Board for WIG Execution (Discipline 2) Shows a board titled “CUES” (Connect, Understand, Educate, Sell) with linked, measurable tasks. [00:28:28] – CRM Dashboard as Scoreboard (Discipline 3) Integration with Salesforce; dashboard to track active tasks, top opportunities, and next steps. [00:31:10] – Weekly Cadence & Planning (Discipline 4) Friday review rituals using dashboards and maps to prepare for focused execution the following week. [00:32:33] – Account-Level Strategy Maps Building detailed maps for high-value target accounts, including stakeholder info, history, and strategy. [00:34:49] – Linking Email & Tasks to Maps Demonstration of capturing emails and converting them into structured tasks within the map ecosystem. Q&A Highlights [00:35:48] – Why Mind Mapping? Visibility, control, and the ability to zoom in/out make it ideal for handling complexity. [00:38:13] – Choice of Software (Ayoa) Chosen for task board integration, cloud access, and mobile compatibility. [00:39:31] – Replacing To-Do Lists Ayoa and maps mostly replace other task tools, though Colin still uses a paper notebook occasionally. [00:40:39] – Integration with Salesforce? No integration; uses each tool independently due to corporate constraints. [00:41:43] – Collaboration with Others? Colin is a “lone ranger” using mind mapping solo, but occasionally shares visuals with colleagues. [00:43:28] – Discipline, Habits & Rituals Emphasizes consistent routines like early morning prospecting and weekly planning. [00:44:27] – Using The Brain for Information Management Demonstrates The Brain software to manage templates, emails, and campaign materials for easy access. [00:46:16] – Systems, Tools & Strategy Alignment Success = tools + process + personal discipline—layered over a strategic framework. Featuring Ayoa